Sales Training
This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than…
Read MoreQ: How do you know how far to push a sale without overstepping your bounds and threatening the sale and/or the relationship with the customer?
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Sales Best Practice #47: Understands, and is guided by, an effective sales process
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Here are some tips to make your next confrontation easier for you, better for your company, and much more satisfying to the customer.
Read More This is a Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. I’m one of those salespeople who hasn’t spent $20.00 this year on a book or seminar to improve myself. I just don’t want to go to the trouble. I believe that I can learn sufficiently on the job,…
Read More This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle “You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should have four…
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This is a Sales Best Practices article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system. The job of the sales person revolves around the point in time when he offers the…
Read More This is a Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. I struggle with knowing how much information I should leave when I’m making a cold call, or just beginning to warm someone up to one of my products. Are there any guidelines for this? A. …
Read More There are few things more important than listening well. The best do it better than the average. That’s why they are the best.
Read MoreGetting and holding the attention of a highly qualified prospect makes it more likely that he/she will see you when you call.
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